Sales comp can’t fix an undefined GTM strategy: Lessons from Marnie Sprenger

Sales compensation is often where GTM problems show up, but it is not always where they start. And comp can't be tasked with creating total GTM clarity. Our latest guest, Marnie Sprenger, Sr. Director, Sales Compensation at Nutanix, joins Forma.ai CEO Nabeil Alazzam to discuss why sales comp leaders are increasingly operating as designers, detectives, and advisors. She advises on looking beyond plan design to diagnose the broader system around incentives, quotas, territories, governance, crediting, and seller trust.